Account Executive (Remote)

San Francisco, CA, United States

Company Description

Swiftly is a mission-driven company and a big data platform for transportation. The platform weaves data analytics, intuitive visualizations, and real-time predictive technologies into applications that drive smarter decisions for public transit agencies. Today, over 7,000 transit professionals in over 110 cities across the globe use Swiftly to improve transportation for over 1.7 billion passenger trips per year.

Sales at Swiftly

The Swiftly Sales team works with transit agencies, municipal operators, and other local government entities to determine how Swiftly can best solve their unique challenges. The team cares deeply about the problem we're solving, so we empathize with and listen to our customers to build partnerships and deepen our value proposition. Our consultative selling approach is structured around constant listening and deep industry knowledge. We are a nimble, close-knit team that thrives on collaboration and creativity to work within constraints. Lastly, while we love to win, we believe that the best wins, at a broad level, come from support our colleagues and matching the right Swiftly solutions with the right customers for the best long-term outcomes.

Sales at Swiftly

Our Account Executive team manages deals from start to finish for prospective customers in the public transit industry.

While we expect Account Executives to own and drive all aspects of a deal, we also believe in working as a team to achieve success. Our Account Executives are backed by a group of BDRs and Solutions Engineers who will partner with you to develop effective account strategies and build compelling business cases throughout the sales process. Additionally, you will have the support of a dedicated cross-functional leadership team who will collaborate with you on important deals and provide valuable coaching to help you succeed.

The AE team at Swiftly cares deeply about the problem we're solving. To ensure that we are making an impact throughout the sales process, we have implemented a value-driven sales methodology. You will receive training on the SPICED methodology, which is used by our GTM teams and serves as a blueprint for achieving sales targets.

About the Role

We are hiring for TWO distinct Account Executive roles:

(1) an Enterprise Account Executive, and

(2) an SMB Account Executive.

Most of the below apply to both. Where there are differences between the two, we call them out.

As an Account Executive, you will be responsible for leading and managing a successful territory plan. This involves thoroughly understanding the needs and challenges of our stakeholders, collaborating with your Solutions Engineer to deliver effective platform demos, presenting compelling business cases that demonstrate measurable ROI, and ultimately convincing decision-makers that Swiftly can help achieve their desired organizational outcomes. In addition, you will guide your clients through procurement processes and manage Swiftly's internal responses to public solicitations for your territory, with the support of our internal procurement team.

We are open to candidates in most locations across the U.S. At this time we are unable to provide Visa sponsorship. #LI-Remote

What You'll Do

Build and manage a territory strategy that creates a realistic plan towards quota achievement

Prospect approximately 50-60% of your own pipeline by leveraging Salesforce CRM and Outreach.io. Tasks will include daily research, cold calling, sending email campaigns and using tools such as LinkedIn.

Conduct thorough discovery calls where you clearly identify the pain and needs of account stakeholders

Demonstrate Swiftly's ability to solve problems and deliver desired business outcomes

Guide government agencies to approach old problems in new ways

Work public sector deals from discovery to close within a typical 3-8 month sales cycle for SMB and 6-18 month sales cycle for Enterprise

Work with your opportunity contacts to identify budget and determine a procurement path

Attend conferences and other events to deepen your industry knowledge, meet transit leaders, generate new sales opportunities, and accelerate deals

Accurately identify risk within deals by using the SPICED methodology and work with your leadership, internal partners and executives to mitigate those risks

Forecast deals appropriately using Swiftly's forecast methodology

Achieve and exceed revenue goals.

Contribute to the winning environment by committing to your own self-development and supporting the development of your teammates

About You

We are hiring for both SMB Account Executive and Enterprise Account Executive roles. Our ideal candidate will have a background in B2B/B2G SaaS sales or equivalent experience. Bachelor's degree highly preferred.

4+ years of SaaS sales experience for Enterprise AE, or 2+ years of SaaS sales experience for SMB AE

Proven success in closing new logo opportunities

Consistent track record of hitting goals

Demonstrated, proven success in relationship building, stakeholder management, pipeline management, prospecting, complex procurement mechanisms, contract negotiation and closing customers

The ability to build positive relationships and influence. Strong communication and interpersonal skills; ability to be personable yet persistent

Experience leveraging Salesforce, Outreach.io, ZoomInfo, LinkedIn and/or comparable tools

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**FOR U.S. CANDIDATES ONLY:**

In accordance with pay transparency laws: the approximate salary range for this role is $95,000 to $135,000 OTE yearly (base salary + any variable comp) for SMB Account Executive, and $123,000 to $200,000 OTE yearly (base salary + any variable comp) for Enterprise Account Executive. This range represents the anticipated low and high end of the salary for this position. Actual salaries will vary and are based on a multitude of non-discriminatory factors including final role leveling decisions, a candidate's relevant work experiences/skills, and geographic location within the United States. Note: salary ranges for non-U.S. candidates may be higher or lower than the U.S. numbers above depending on location.

Salary is one component of Swiftly's total compensation package, which also includes stock options, competitive benefits, 401(k) matching, a fantastic team and culture, the opportunity to have a huge impact, emphasis on professional growth and holistic wellness, and other perks.

Beyond the Skills:

- We are looking for candidates who are passionate about mobility, sustainability, or mission-oriented projects that have a significant real-world impact. Ideal candidates encompass the core values of our company:

- Team. You're a team player that believes in working with others to accomplish big goals.

- Communication. You believe openness and honesty underpin effective communication.

- Feedback. You're a voracious learner. You seek and give constructive feedback to improve your practice.

- Growth. You are passionate about our work of growing the smart transit industry.

- Diversity. You cherish other perspectives and opinions.

- Impact. You regularly evaluate the return on investment to optimize for positive impact.

Benefits:

- Competitive salary

- Stock options for every employee

- Medical, Dental and Vision

- 401k with Employer Match

- Flexible Spending Account (FSA)

- Home office setup reimbursement

- Monthly cell/internet reimbursement

- Monthly Education Reimbursement

- Unlimited PTO

- Flexible work environment

- 17 paid holidays - including 4 holidays in months without US national holidays in 2021

- 8 fully paid weeks of leave for child birth/adoption

We are a truly mission-driven culture that is set to change the world of transit

Interested?

Don't just hit the apply button. We want to hear more about you. Tell us:

- Why are you passionate about mobility?

- What interests you about Swiftly?

We are an equal opportunity employer - we are committed to a workplace that is as dynamic, diverse, and passionate as the communities we serve.

Because we work with public agencies, we participate in E-Verify.

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